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A Winner’s Guide to Negotiating

How Conversation Gets Deals Done

Molly Fletcher

McGraw-Hill, 2014

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Molly Fletcher knows how to get what she wants. She outlines the negotiation system she developed over a two-decade career as a professional sports agent and draws some of her examples from the world of sports. Her approach to getting your way in five major negotiating steps – prepare, “find common ground,” “ask confidently,” use pauses effectively and “know when to leave” – requires self-assurance. She describes how she persuades strangers to change seats with her family on airplanes and how she gets the Ritz to offer her free wine. However, when asking for free wine, the worst outcome is not getting any. When you’re negotiating for your dream job, however, risk taking requires guts because you have something to lose. Even if you don’t share Fletcher’s confidence, her system describes generally effective tactics and goals, so getAbstract recommends her method to anyone who has to build the skills to negotiate successfully.

Summary

A great negotiator “sets the stage,” “finds common ground,” “asks with confidence,” “embraces the pause” and “knows when to leave.”

Effective negotiation is a conversation – a relationship that takes time to build. Study the other side’s decision makers to understand their fears and desires, and the limits of what they will or will not do. Each stage of a negotiation tests the relationship between negotiators. Regardless of your past experience, your ability to negotiate depends on establishing trust slowly and intentionally. Be aware that trust can break easily. If you must negotiate with someone you don’t trust, document your discussions, stick to the facts, and be “curious and empathetic.”

Negotiation is an art with the components of a science. The best negotiators gather as much data as possible, but also use intuition and instinct. Your ability to negotiate depends on how well you undertake the following five steps. Throughout, try to build trust, which is the core of each step.

Before entering a negotiation, do your homework.

Doing your homework and learning the basic facts are half the battle in a successful negotiation. Many...

About the Author

Speaker and consultant Molly Fletcher spent two decades as a sports agent and wrote The Business of Being the Best.

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J. D. 5 years ago

很棒的文章，谈判就是一场更正式的沟通，人与人打交道，甚至任何组织与另外一个组织的联系，都靠不同形式的沟通。好的沟通可以达到事半功倍的效果，也可以让普通的产品卖出应有的销量和价格。好的沟通技巧需要多方面的素质，文章说的很全面了，但更重要的还是需要不断的训练，不断的进行多方面的沟通及跟进，知己知彼方能百战不殆
A. 10 years ago

Dear madams, dear sirs,

I have got questions regarding the XING Premium access:

Yesterday I accepted GetAbstract via XING.
Unfortunately my „Konto“ says my favourite language is English. This is not correct.
My favourite language is German.

The question is: How can I change my favourite language into German? I don’t want to change my password or my access.
Perhaps you can change it for me.
I would be pleased to get my the welcome-summary „Die Kunst des klugen Fragens“ via E-Mail in German.

I’m looking forward receiving your answer.

Best regards

Birgit Viehof
- 10 years ago
  
  Dear Birgit,
  Yes, this is possible.
  We will send you an email with instructions shortly.

A Winner’s Guide to Negotiating

How Conversation Gets Deals Done

Read offline

Editorial Rating

Recommendation

Summary

A great negotiator “sets the stage,” “finds common ground,” “asks with confidence,” “embraces the pause” and “knows when to leave.”

Before entering a negotiation, do your homework.

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